Question 1

Match each item with the correct statement below.
-A(n)_____ is a salesperson's initial contact with the prospective customer.

Accepted Answer

The term "approach" refers to the first contact a salesperson has with a prospective customer.

Answer: N
 "Cold calling" is the act of making unsolicited contact with a prospective customer in order to try to sell them a product or service.

Answer: I
 A "presentation" is typically a formalized sales pitch made by a salesperson to a prospective customer in order to convince them to make a purchase.

Answer: Q
 "Missionary selling" involves promoting a product or service to people who are not potential customers themselves, but who may recommend the product or service to others who are potential customers.

Answer: R
 "Relationship selling" is the practice of building long-term relationships with customers in order to generate repeat business and referrals.

Answer: T
 "Consultative selling" involves taking a more advisory role with prospective customers, helping them to identify their needs and then recommending products or services that will meet those needs.

Question 2

Match each item with the correct statement below.
-_____ is a type of personal selling in which a salesperson joins with specialists from other functional areas of the firm to complete the selling process.

Accepted Answer

Team selling is the type of personal selling in which a salesperson joins with specialists from other functional areas of the firm to complete the selling process.

Answer: D
 Order processing refers to the activities involved in processing and fulfilling customer orders.

Answer: E
 Virtual sales team refers to a team of sales professionals who work together to sell products or services remotely, often using digital communication tools.

Answer: K
 A premium is a product or service offered as an incentive to encourage customers to purchase a product or service.

Answer: L
 A coupon is a voucher that can be exchanged for a discount or other benefit when purchasing a product or service.

Answer: T
 Consultative selling is a sales approach in which the salesperson seeks to understand the customer's needs and then recommends products or services that meet those needs.

Question 3

Match each item with the correct statement below.
-This personal selling technique works hand in hand with relationship selling _____ and involves meeting customer needs by listening to them,understanding their problems,paying attention to details,and following through after the sale.

Accepted Answer

Consultative selling involves meeting customer needs by listening to them, understanding their problems, paying attention to details, and following through after the sale. It is a personal selling technique that works hand in hand with relationship selling.

Question 4

Match each item with the correct statement below.
-_____ is an indirect selling method in which salespeople promote goodwill for the firm by educating consumers and providing technical and operational assistance.

Accepted Answer

Missionary selling is the indirect selling method in which salespeople promote goodwill for the firm by educating consumers and providing technical and operational assistance.

Question 5

Match each item with the correct statement below.
-_____ is selling at the wholesale and retail levels that involves identifying customer needs,pointing them out to customers,and completing orders.

Accepted Answer

The answer of Match each item with the correct statement...

Question 6

Match each item with the correct statement below.
-_____ is a type of personal selling in which salespeople use well-planned strategies to seek new customers by proposing innovative solutions to customer's needs.

Accepted Answer

Creative selling involves using innovative strategies to meet customer needs and acquire new clients.

Question 7

Match each item with the correct statement below.
-_____ is a type of personal selling that relies on lists of family members and friends of a salesperson,who organizes gatherings of potential customers for an in-home demonstration of products.

Accepted Answer

Network marketing involves using personal relationships and networks to sell products, and often involves in-home demonstrations similar to those described in the statement.

Answer: Q 
 Missionary selling involves educating potential customers about products or services, typically in a non-sales setting. Organizing gatherings of potential customers for demonstrations could be seen as a form of missionary selling.

Answer: T 
 Consultative selling involves building a relationship with customers and using a personalized approach to identify their needs and recommend solutions. While the in-home demonstrations described in the statement may not be explicitly consultative, they do involve a personalized approach to selling that could be seen as fitting within this broader category.

Note: Other choices might fit depending on how broadly or narrowly you interpret the statement and the terms.

Question 8

Match each item with the correct statement below.
-_____ refers to personal selling conducted in retail and some wholesale locations in which customers come to the seller's place of business.

Accepted Answer

Over-the-counter selling refers to personal selling conducted in retail and some wholesale locations in which customers come to the seller's place of business.

Answer: B
 Field selling refers to salespeople who travel to call on customers in the field.

Answer: C
 Inside selling refers to personal selling conducted by telephone or by other electronic means such as email and the Internet.

Answer: I
 Presentation refers to the part of the selling process in which the salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

Question 9

Match each item with the correct statement below.
-A(n)_____ is an item given free or at a reduced cost with purchases of other products.

Accepted Answer

A premium is an item given free or at a reduced cost with purchases of other products.

Answer: L
 A coupon is a certificate that gives buyers a saving when they purchase specified products.

Answer: J
 Sales promotion is a short-term incentive to encourage the purchase or sale of a product or service, which may include premiums, coupons, or other special offers.

Note: None of the other choices match the description given.

Question 10

Match each item with the correct statement below.
-_____ refers to marketing activities other than personal selling,advertising,and publicity that enhance consumer purchasing and dealer effectiveness.

Accepted Answer

Sales promotion refers to marketing activities other than personal selling, advertising, and publicity that enhance consumer purchasing and dealer effectiveness.

Answer: K, L 
 Premiums and coupons are examples of sales promotion tools used to incentivize purchase behavior.

Answer: M 
 Network marketing refers to using individuals, often called "distributors," to sell a product or service and earn commissions based on their sales and the sales of those they recruit into the network.

Answer: S 
 Push money refers to a monetary or non-monetary incentive given to salespeople to motivate them to sell a certain product or service.

Answer: T 
 Consultative selling refers to a selling approach where the salesperson acts as a consultant to the customer, asking questions, and providing solutions based on the customer's needs and wants.

Question 11

Match each item with the correct statement below.
-Selling by phone,mail,and electronic commerce is known as _____.

Accepted Answer

Inside selling refers to selling by phone, mail, and electronic commerce.

Answer: F
 Team selling involves a group of people working together to sell a product or service.

Answer: D
 Order processing refers to the activities involved in fulfilling an order, such as receiving and processing orders and shipping products.

Answer: E
 A virtual sales team is a group of salespeople who work together remotely using technology.

Answer: M
 Network marketing involves selling products through a network of distributors who earn commissions on their sales and the sales of those they recruit.

Answer: N
 Cold calling involves making unsolicited calls to potential customers in the hopes of generating sales.

Answer: Q
 Missionary selling involves educating people about a product or service rather than directly selling to them.

Answer: R
 Relationship selling focuses on building long-term relationships with customers to increase sales over time.

Answer: T
 Consultative selling involves working with customers to understand their needs and providing solutions that meet those needs.

Question 12

Match each item with the correct statement below.
-A(n)_____ is a sales promotion technique that offers a discount on the purchase price of goods or services.

Accepted Answer

A coupon is a sales promotion technique that offers a discount on the purchase price of goods or services.

Question 13

Match each item with the correct statement below.
-Phoning or visiting the customer without a prior appointment and making a sales pitch on the spot is known as _____.

Accepted Answer

Cold calling refers to the practice of contacting potential customers without any prior appointment or introduction.

Answer: B
 Field selling involves meeting customers outside of the company's premises and making a sales pitch to them.

Answer: G
 Approach refers to the method or strategy used to initiate contact with potential customers in order to make a sales pitch.

Answer: I
 Presentation refers to the delivery of a sales pitch or proposal to a potential customer in order to persuade them to buy a product or service.

Answer: J
 Sales promotion refers to any marketing activity designed to increase sales of a product or service, such as discounts, coupons, or contests.

Answer: K
 A premium is a free or discounted item given to customers as an incentive to purchase a product or service.

Answer: L
 A coupon is a voucher or certificate that entitles the holder to a discount or other special offer on a product or service.

Answer: M
 Network marketing, also known as multi-level marketing, is a sales strategy that involves recruiting independent agents to sell products or services and earn a commission on their sales.

Answer: O
 Expectancy theory is a motivation theory that suggests that people are more likely to be motivated to perform a task if they believe that their efforts will lead to a desirable outcome.

Answer: P
 Over-the-counter selling involves making a sales pitch to a customer who is physically present at a retail location or other point of sale.

Answer: Q
 Missionary selling involves educating customers about a product or service in order to build interest and demand, rather than making an immediate sales pitch.

Answer: R
 Relationship selling is a sales approach that prioritizes building a positive, long-term relationship between the salesperson and the customer, rather than making a one-time sale.

Answer: T
 Consultative selling involves asking questions and listening to a customer's needs and concerns in order to identify the best product or service to meet their needs.

Question 14

Match each item with the correct statement below.
-_____ is a personal selling function of describing a product's major features and relating them to a customer's problems and needs.

Accepted Answer

Presentation is the personal selling function of describing a product's major features and relating them to a customer's problems and needs.

Note: None of the other items listed match this statement.

Question 15

Match each item with the correct statement below.
-_____ is another term for spiffs.

Accepted Answer

Spiffs is another term for "push money," which refers to a bonus or incentive given to salespeople to encourage them to sell specific products.

Question 16

Match each item with the correct statement below.
-_____ refers to the number of sales representatives who report to first-level sales managers.

Accepted Answer

Span of control refers to the number of sales representatives who report to first-level sales managers.

Question 17

Match each item with the correct statement below.
-_____ states that motivation depends on an individual's expectations of his/her ability to perform a job and how that performance relates to attaining a desired award.

Accepted Answer

The statement refers to the expectancy theory, which suggests that motivation is dependent on an individual's belief in their ability to perform a task and achieve a desired outcome.

Question 18

Match each item with the correct statement below.
-Most firms now emphasize _____,a technique used by firms for building a mutually beneficial partnership with a customer through regular contacts over an extended period.

Accepted Answer

Relationship selling is the technique used by firms for building a mutually beneficial partnership with a customer through regular contacts over an extended period.

Answer: T
 Consultative selling is a customer-focused selling approach that involves understanding the customer's needs and providing solutions that meet those needs.

Answer: M
 Network marketing is a type of business model in which independent contractors sell products or services directly to consumers and earn a commission based on their sales and the sales of their team.

Answer: S
 Push money is a monetary incentive given to salespeople to motivate them to sell a particular product or service.

Question 19

Match each item with the correct statement below.
-A(n)_____ is a network of strategic partners,suppliers,and others qualified and willing to recommend a firm's goods and services.

Accepted Answer

The answer of Match each item with the correct statement...

Question 20

Match each item with the correct statement below.
-_____ involves making calls on prospective and existing customers at their businesses or homes.

Accepted Answer

Field selling involves making calls on prospective and existing customers at their businesses or homes.

Quiz 17: Personal Selling and Sales Promotion

Match each item with the correct statement below. -A(n) _____ is a salesperson's initial contact with the prospective customer.

Match each item with the correct statement below. -_____ is a type of personal selling in which a salesperson joins with specialists from other functional areas of the firm to complete the selling process.

Match each item with the correct statement below. -This personal selling technique works hand in hand with relationship selling _____ and involves meeting customer needs by listening to them,understanding their problems,paying attention to details,and following through after the sale.

Match each item with the correct statement below. -_____ is an indirect selling method in which salespeople promote goodwill for the firm by educating consumers and providing technical and operational assistance.

Match each item with the correct statement below. -_____ is selling at the wholesale and retail levels that involves identifying customer needs,pointing them out to customers,and completing orders.

Match each item with the correct statement below. -_____ is a type of personal selling in which salespeople use well-planned strategies to seek new customers by proposing innovative solutions to customer's needs.

Match each item with the correct statement below. -_____ is a type of personal selling that relies on lists of family members and friends of a salesperson,who organizes gatherings of potential customers for an in-home demonstration of products.

Match each item with the correct statement below. -_____ refers to personal selling conducted in retail and some wholesale locations in which customers come to the seller's place of business.

Match each item with the correct statement below. -A(n) _____ is an item given free or at a reduced cost with purchases of other products.

Match each item with the correct statement below. -_____ refers to marketing activities other than personal selling,advertising,and publicity that enhance consumer purchasing and dealer effectiveness.

Match each item with the correct statement below. -Selling by phone,mail,and electronic commerce is known as _____.

Match each item with the correct statement below. -A(n) _____ is a sales promotion technique that offers a discount on the purchase price of goods or services.

Match each item with the correct statement below. -Phoning or visiting the customer without a prior appointment and making a sales pitch on the spot is known as _____.

Match each item with the correct statement below. -_____ is a personal selling function of describing a product's major features and relating them to a customer's problems and needs.

Match each item with the correct statement below. -_____ is another term for spiffs.

Match each item with the correct statement below. -_____ refers to the number of sales representatives who report to first-level sales managers.

Match each item with the correct statement below. -_____ states that motivation depends on an individual's expectations of his/her ability to perform a job and how that performance relates to attaining a desired award.

Match each item with the correct statement below. -Most firms now emphasize _____,a technique used by firms for building a mutually beneficial partnership with a customer through regular contacts over an extended period.

Match each item with the correct statement below. -A(n) _____ is a network of strategic partners,suppliers,and others qualified and willing to recommend a firm's goods and services.

Match each item with the correct statement below. -_____ involves making calls on prospective and existing customers at their businesses or homes.